Peter Nixon

Negotiation Mastering Business in Asia

• Broschiertes Buch

Produktbeschreibung

The book consolidates the practical tips and concepts that shaped the authors work with organizations and individuals around the world. It is written to allow people to benefit from what hitherto was only available to some of the wealthiest organizations. The ideas presented in this book will help the reader better conduct dialogue with themselves and others leading to optimal outcomes for all. Written for the mass market, this book is a must-read for CEO's and senior staff. It reinvigorates the trainer's approach to interactions with people on all spectrums within the negotiation.

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"This is must-read book for anyone doing business in Asia. Not only does it present the reader with the essential background and rationale for negotiation behavior, but the author is able to drive the point home with hundreds of invaluable examples drawn from his extensive experience. The book is easy to read, easy to understand, and the principles are easy to apply. This is an authoritative work and one that can, and should, be consulted time and time again as one engages in virtually any type of negotiation."--Prof. R. Stuart-Kotze, Chairman, Behavioural Science Systems Ltd.

"This is an excellent book for anyone who wants to know what it takes to be a good negotiator in Asia. It takes you through the stages of negotiation and provides the tactics and toolkit to master negotiation in Asia."--Sandra Miao, Director, Global Markets KPMG, Taiwan

"Even the simplest negotiations are fraught with difficulty especially so when faced with cultural differences. Peter Nixon's informative guide steers us through this minefield and for even the most experienced, provides many fascinating insights and practical solutions. An invaluable reference for any negotiator."--Roddy Buchanan, Head of Ansbacher Wealth, Ansbacher & Co. Limited

"This book gives practical solutions to challenges and dilemmas encountered in the business arena, social scene and cross-cultural environment. I am sure this comprehensive negotiation toolkit will be very useful to people at all levels in different disciplines, particularly for those eyeing the markets of Asia."--Loretta Ho, Executive Director, HKR International Ltd.

"Peter is a well-known trainer and in this book, he explores the subtleties of working in Asia where from a Western viewpoint, things are simply different. His views are well supported with examples in the text and a comprehensive appendix of useful negotiation tools."--Ian Longbon, Manager Internal Audit, John Swire and Sons (Hong Kong) Ltd.

Produktdetails

• Verlag: Wiley & Sons
• 1. Auflage
• Seitenzahl: 250
• Erscheinungstermin: 1. November 2005
• Englisch
• Abmessung: 229mm x 152mm x 16mm
• Gewicht: 560g
• ISBN-13: 9780470821718
• ISBN-10: 047082171X
• Artikelnr.: 14827043

Autorenporträt

Peter Nixon is one of Asia's leading negotiation consultants. Peter has assisted negotiations in Hong Kong, Taiwan, China, Korea, Japan, India, Singapore, Thailand and the Philippines. His client work has also taken him repeatedly to the UK, Europe, USA, Canada, the Caribbean and Dubai. Born and educated in Montreal, Peter gained international experience auditing multinational companies with PwC legacy firm Coopers & Lybrand in Montreal, Geneva and Hong Kong. In 1994 Peter launched Potential Ltd., and since that time his clients have included globally recognized private and public sector organizations in most industries, especially financial and professional services. Peter reminds his clients that "The Solution is in the Dialogue." Clients also retain his services for sales strategy and leadership development. Peter is married and the father of three children. He lives in Hong Kong and Canada.

Inhaltsangabe

About the Series. Preface. Acknowledgments. 1. Negotiating in Asia:
Introduction. 2. Successful Negotiators and the Stages of Negotiation. 3.
The Preparation Stage. 4. The Introduction Stage. 5. The Objection Stage.
6. The Creation Stage. 7. The Contracting and Follow-up Stage. 8.
Communication. 9. Tactics. 10. Information. 11. People. 12. Situation. 13.
Conclusion. Appendix 1: Your negotiation Toolkit. Appendix 2: Sample
Negotiation Situations. Index.